Knowing how to handle objections from clients begins with anticipating their concerns.  Your attitude at the start will directly affect your sales at the end of the day. Be enthusiastic.  Know how your product or service can add  value to your customer by either saving him time and money, by eliminating stress and waste, or [...]

If a business cannot sell its product then it will flat on its face in next to no time. Ideas, marketing, and advertising all have their place, but they all take a back-seat when it comes to the hard and fast art of simple selling. If you want to be a better salesperson personally, or [...]

What is the mission of your presentation? To create desire for your products. That’s all. And the minute that is accomplished, the order is yours for the taking. Action Step In order to create desire for your products, you need to believe in the product itself. Your feelings about the product are easily picked up [...]

To achieve success in sales you need to learn the art of selling to the other person a product or service she needs but doesn’t know it. A sale is a mental thing. It results from harmonizing certain mental elements which enter into all common agreements between people. The power of suggestion is just as [...]

Whether you love your sales job or not, you have the choice to do it well, or not; to be fully involved or to back away; and if you adopt the attitude of choosing to do your work well, you will find so much joy in the job itself! Choosing to do your work well [...]

As a salesperson, it is your mission to discover exactly what your customer requires by asking the necessary, most pertinent questions. The process of discovery is of paramount importance in your selling career and learning to ask the correct questions is a very necessary skill to acquire. Only when you have discovered what it is [...]

If a prospect does not understand the products or your proposition, it would be useless to continue an attempt to sell without first clarifying what is being presented. So when an objection indicates that the prospect lacks understanding, you need to become an educator, or a teacher. Action Step: Ensure that you are able to [...]

More salespeople make the mistake of overselling their prospects than underselling. In plain English, they talk their prospect to the point where there is a readiness to buy and then talk them out of that mood, losing the interest and the order after it was there for the taking. You might account for that by [...]

Yours truly is number 17 on SalesCrunch Top Sales Blogs list! SalesCrunch presented today their second Top 50 Sales Blogs List; their first SalesCrunch Top 50 Sales Blog 2011 list was compiled several months ago with HubSpot’s Blog Grader. The blogs on the list were selected for this Top 50 list based on the number of followers [...]

Practically every sale made to a new buyer may be properly classified as easy, difficult, or impossible. You’ll readily agree to that. But will you agree to this? Sales are not easy, difficult, or impossible according to the character or mood of the person you’re talking to. What you say or do during the first [...]